Finding partners in Europe

Where to look

• Trade fairs: Europe hosts many of the world's leading fairs in machinery, food, textiles, pharmaceuticals, electronics and consumer goods. Visiting first and exhibiting later is a sensible sequence.
• Enterprise Europe Network: an EU-backed network that helps companies find business partners and offers a partnership database.
• B2B directories such as Europages.
• Industry associations in your sector, at national and European level.
• Indian companies already present who can share contacts.

How to vet a partner

1. Check registration in the national business register and recent financial statements.
2. Ask for references from other suppliers they represent.
3. Check their market coverage: regions, customers, sales team.
4. Assess their technical capability: can they handle after-sales and compliance questions?
5. Look for conflicts: do they represent competitors?

Contracts

• Define territory, exclusivity and minimum targets
• Clarify who is the EU responsible person for product compliance
• Set pricing, payment terms and currency
• Agree on termination terms; EU and national rules can give commercial agents compensation on termination
• Choose governing law and dispute resolution

Make the most of meetings

European buyers expect punctuality, prepared documentation (price lists, specifications, certifications) and prompt follow-up. A short follow-up email within 24 hours makes a strong impression.